Personal Selling ; Objective , Nature , Importance , Types , Advantages , Disadvantages

Personal Selling

Personal selling का मूल रूप से मतलब यही है कि salesperson या customer के बीच किसी वास्तु को बेचने के लिए क्या कहा जाए|

It is direct communication between salespersons and prospects that leads to purchase order customer satisfaction Post-sale Service. Two-way communication Prospect is somebody who a salesperson believes has a good chance of turning into paying customer.

Personal selling refers to the process of personal communication of information to persuade Somebody to buy something.

The objective of personal selling
  • Generate demand
  • Handling Customer
  • Educating Customer
  • Building Relationship
  • Getting Feedback
  • Increase distribution outlets
  • finding new Customers
  • Sales maximization

Nature/characteristics of Personal Selling 
  • Direct and face-to-face communication.
  • Immediate Feedback
  • Two Communication.
  • Way flexible
  • Poor reach
  • High customer engagements
  • Persuasive Activity (motivate to people buy the product )
Importance of personal selling
  • Effective planning
  • Promotion tools
  • Minimum wastage of resources
  • Demonstration
  • It helps to build relationships in marketing
  • More Customer Satisfaction
Process of Personal Selling
  • Prospecting and qualifying
  • Pre approach
  • Presentation and Demonstration
  • Handling objections
  • Closing
  • Follow-ups
Types of personal selling situations

The situations where personal selling is more effective than advertising.

  • Retail Selling
  • B2B selling
  • Loans Insurance Schemes
  • New Product Launches
  • Industrial and instituonal products
  • High-value items
  • Missionary selling
Advantages of personal selling
  • Higher customer satisfaction
  • Persuasive Activity
  • Customized message
  • Interactivity
  • Build strong Relationship
  • Flexible
  • opportunity to close the sale
  • Quick feedback
Disadvantages of Personal Selling
  • Higher cost
  • Manpower intensive
  • The skill of salesmanship is mandatory
  • Poor Reach
  • Time-Consuming
  • Ethical problem
  • Management conflict
  • The message may be inconsistent  ( Seller अपने according to message को change करे )

Click here to know About M.B.A Queries

Click here to Know About Hindu Dharma

Spread the love

Leave a Comment